StarZero All shows Try the podcast clipper →

Feb 7, 2021 · 20m · top-founders

GetRoute Builds Cleaning Business to $10m in 2020, Now Launches Software

Ricardo Regalado · 12m spoken Nathan Latka · 5m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

Nathan Latka interviews Ricardo Regalado, founder of GetRoute, exploring how he leveraged profits from his $10 million commercial cleaning company to bootstrap a vertical SaaS platform for facility estimation, walkthroughs, and contractor management.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 29.6% of the talking time here. How this is scored →

Nathan as informed peer 5.5 Guest teaching 3.8 Guest disagreement 1.2 Nathan pushing back 3.5
05100:0010:0020:000:18–4:47 · Nathan as informed peer 4/10 Latka Subscription Announcement and Platform Overview Following the promotional intro, Latka inquires about GetRoute's exact positioning in the commercial cleaning space. Ricardo educates Latka on the digitized walkthrough process and how it differentiates from traditional spreadsheet estimating.4:47–7:58 · Nathan as informed peer 6/10 GetRoute Pricing Strategy and Early Angel Funding Latka rapidly calculates MRR based on customer tiers and explores the mechanics of GetRoute's early SAFE notes. Ricardo transparently discusses his $4M cap and angel investor dynamics without friction.7:59–11:26 · Nathan as informed peer 7/10 Bootstrapping Software from a Multimillion-Dollar Cleaning Enterprise Latka questions why Ricardo transitioned from a highly profitable $10M cleaning firm to software development rather than rolling up competitors. Latka performs live due diligence on Rosalado's operational figures to validate the founder's track record.11:27–13:30 · Nathan as informed peer 4/10 Industry Market Size and Community Growth Channels Latka challenges Ricardo's claim of purely organic acquisition, prompting Ricardo to detail his community-building playbook. Ricardo delivers industry data breaking down the 930,000 cleaning businesses in the U.S.13:31–17:10 · Nathan as informed peer 6/10 Engineering Team Structure, Churn, and Product Roadmap Latka presses into the business fundamentals, questioning why GetRoute suffers 8-12% monthly churn and why the founder labels his own product a luxury. Ricardo clarifies product gaps in version 1.0 and outlines plans to integrate billing and CRM features.17:10–19:57 · Nathan as informed peer 6/10 Content Marketing Funnels and Educational Ebook Strategy Latka covers Ricardo's content marketing funnel before running through the standard Famous Five questions. Latka finishes with an accurate synthesis of GetRoute's metrics and market positioning.0:18–4:47 · Guest teaching 5/10 Latka Subscription Announcement and Platform Overview Following the promotional intro, Latka inquires about GetRoute's exact positioning in the commercial cleaning space. Ricardo educates Latka on the digitized walkthrough process and how it differentiates from traditional spreadsheet estimating.4:47–7:58 · Guest teaching 2/10 GetRoute Pricing Strategy and Early Angel Funding Latka rapidly calculates MRR based on customer tiers and explores the mechanics of GetRoute's early SAFE notes. Ricardo transparently discusses his $4M cap and angel investor dynamics without friction.7:59–11:26 · Guest teaching 4/10 Bootstrapping Software from a Multimillion-Dollar Cleaning Enterprise Latka questions why Ricardo transitioned from a highly profitable $10M cleaning firm to software development rather than rolling up competitors. Latka performs live due diligence on Rosalado's operational figures to validate the founder's track record.11:27–13:30 · Guest teaching 6/10 Industry Market Size and Community Growth Channels Latka challenges Ricardo's claim of purely organic acquisition, prompting Ricardo to detail his community-building playbook. Ricardo delivers industry data breaking down the 930,000 cleaning businesses in the U.S.13:31–17:10 · Guest teaching 4/10 Engineering Team Structure, Churn, and Product Roadmap Latka presses into the business fundamentals, questioning why GetRoute suffers 8-12% monthly churn and why the founder labels his own product a luxury. Ricardo clarifies product gaps in version 1.0 and outlines plans to integrate billing and CRM features.17:10–19:57 · Guest teaching 2/10 Content Marketing Funnels and Educational Ebook Strategy Latka covers Ricardo's content marketing funnel before running through the standard Famous Five questions. Latka finishes with an accurate synthesis of GetRoute's metrics and market positioning.0:18–4:47 · Guest disagreement 1/10 Latka Subscription Announcement and Platform Overview Following the promotional intro, Latka inquires about GetRoute's exact positioning in the commercial cleaning space. Ricardo educates Latka on the digitized walkthrough process and how it differentiates from traditional spreadsheet estimating.4:47–7:58 · Guest disagreement 0/10 GetRoute Pricing Strategy and Early Angel Funding Latka rapidly calculates MRR based on customer tiers and explores the mechanics of GetRoute's early SAFE notes. Ricardo transparently discusses his $4M cap and angel investor dynamics without friction.7:59–11:26 · Guest disagreement 1/10 Bootstrapping Software from a Multimillion-Dollar Cleaning Enterprise Latka questions why Ricardo transitioned from a highly profitable $10M cleaning firm to software development rather than rolling up competitors. Latka performs live due diligence on Rosalado's operational figures to validate the founder's track record.11:27–13:30 · Guest disagreement 2/10 Industry Market Size and Community Growth Channels Latka challenges Ricardo's claim of purely organic acquisition, prompting Ricardo to detail his community-building playbook. Ricardo delivers industry data breaking down the 930,000 cleaning businesses in the U.S.13:31–17:10 · Guest disagreement 2/10 Engineering Team Structure, Churn, and Product Roadmap Latka presses into the business fundamentals, questioning why GetRoute suffers 8-12% monthly churn and why the founder labels his own product a luxury. Ricardo clarifies product gaps in version 1.0 and outlines plans to integrate billing and CRM features.17:10–19:57 · Guest disagreement 1/10 Content Marketing Funnels and Educational Ebook Strategy Latka covers Ricardo's content marketing funnel before running through the standard Famous Five questions. Latka finishes with an accurate synthesis of GetRoute's metrics and market positioning.0:18–4:47 · Nathan pushing back 3/10 Latka Subscription Announcement and Platform Overview Following the promotional intro, Latka inquires about GetRoute's exact positioning in the commercial cleaning space. Ricardo educates Latka on the digitized walkthrough process and how it differentiates from traditional spreadsheet estimating.4:47–7:58 · Nathan pushing back 3/10 GetRoute Pricing Strategy and Early Angel Funding Latka rapidly calculates MRR based on customer tiers and explores the mechanics of GetRoute's early SAFE notes. Ricardo transparently discusses his $4M cap and angel investor dynamics without friction.7:59–11:26 · Nathan pushing back 4/10 Bootstrapping Software from a Multimillion-Dollar Cleaning Enterprise Latka questions why Ricardo transitioned from a highly profitable $10M cleaning firm to software development rather than rolling up competitors. Latka performs live due diligence on Rosalado's operational figures to validate the founder's track record.11:27–13:30 · Nathan pushing back 4/10 Industry Market Size and Community Growth Channels Latka challenges Ricardo's claim of purely organic acquisition, prompting Ricardo to detail his community-building playbook. Ricardo delivers industry data breaking down the 930,000 cleaning businesses in the U.S.13:31–17:10 · Nathan pushing back 5/10 Engineering Team Structure, Churn, and Product Roadmap Latka presses into the business fundamentals, questioning why GetRoute suffers 8-12% monthly churn and why the founder labels his own product a luxury. Ricardo clarifies product gaps in version 1.0 and outlines plans to integrate billing and CRM features.17:10–19:57 · Nathan pushing back 2/10 Content Marketing Funnels and Educational Ebook Strategy Latka covers Ricardo's content marketing funnel before running through the standard Famous Five questions. Latka finishes with an accurate synthesis of GetRoute's metrics and market positioning.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 64.4% · guest 35.6%0:00 · Nathan 64.4% · guest 35.6%3:00 · Nathan 16.6% · guest 83.4%3:00 · Nathan 16.6% · guest 83.4%6:00 · Nathan 19.8% · guest 80.2%6:00 · Nathan 19.8% · guest 80.2%9:00 · Nathan 20.9% · guest 79.1%9:00 · Nathan 20.9% · guest 79.1%12:00 · Nathan 17.1% · guest 82.9%12:00 · Nathan 17.1% · guest 82.9%15:00 · Nathan 20.6% · guest 79.4%15:00 · Nathan 20.6% · guest 79.4%18:00 · Nathan 59.1% · guest 40.9%18:00 · Nathan 59.1% · guest 40.9%
Sharpest disagreement ▶ 11:33 Ricardo defends organic community hustle

When Latka pushes back against the idea of organic growth, Ricardo actively reframes the narrative by explaining how his podcast and Facebook groups build genuine credibility.

 Hardest push from Nathan ▶ 15:17 Challenging product necessity vs luxury

Latka refuses to accept Ricardo's admission that the software is merely a luxury item, questioning why any commercial cleaner would avoid adopting core quoting technology.

 Biggest teaching moment ▶ 12:35 Commercial cleaning market breakdown

Ricardo educates Latka with specific industry data, breaking down 930,000 companies across enterprise giants, commercial operators, and residential solopreneurs.

 Nathan holds their own ▶ 11:08 Live verification of cleaning enterprise metrics

Latka displays sharp research skills by pulling up Rosalado's live website during the interview to verify the company's 307 employees and multi-state footprint.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Latka Subscription Announcement and Platform Overview 4513 Following the promotional intro, Latka inquires about GetRoute's exact positioning in the commercial cleaning space. Ricardo educates Latka on the digitized walkthrough process and how it differentiates from traditional spreadsheet estimating.
GetRoute Pricing Strategy and Early Angel Funding 6203 Latka rapidly calculates MRR based on customer tiers and explores the mechanics of GetRoute's early SAFE notes. Ricardo transparently discusses his $4M cap and angel investor dynamics without friction.
Bootstrapping Software from a Multimillion-Dollar Cleaning Enterprise 7414 Latka questions why Ricardo transitioned from a highly profitable $10M cleaning firm to software development rather than rolling up competitors. Latka performs live due diligence on Rosalado's operational figures to validate the founder's track record.
Industry Market Size and Community Growth Channels 4624 Latka challenges Ricardo's claim of purely organic acquisition, prompting Ricardo to detail his community-building playbook. Ricardo delivers industry data breaking down the 930,000 cleaning businesses in the U.S.
Engineering Team Structure, Churn, and Product Roadmap 6425 Latka presses into the business fundamentals, questioning why GetRoute suffers 8-12% monthly churn and why the founder labels his own product a luxury. Ricardo clarifies product gaps in version 1.0 and outlines plans to integrate billing and CRM features.
Content Marketing Funnels and Educational Ebook Strategy 6212 Latka covers Ricardo's content marketing funnel before running through the standard Famous Five questions. Latka finishes with an accurate synthesis of GetRoute's metrics and market positioning.

Statements from this episode (11)

Assertion Partly supported
Regalado: 90% of Commercial Cleaning Is Outsourced to Third-Party Vendors
“So think of you're at the office, you're at a restaurant, you're at a healthcare hospital, those folks that are cleaning the space. Nine times out of 10 are outsourced and they're being the services are being done by a vendor.”
Ricardo Regalado Feb 7, 2021 ▶ 2:19
Assertion Supported
Regalado: 90% of Commercial Cleaning Companies Generate Under $1M Revenue
“90% is operating at under a million in revenue.”
Ricardo Regalado Feb 7, 2021 ▶ 4:58
Disclosure
Regalado: GetRoute Reached 215 Paying Customers 12 Months Post-Launch
“Paying, paying customers is about 212, 215 right now.”
Ricardo Regalado Feb 7, 2021 ▶ 5:50
Disclosure
Regalado: GetRoute Raised Early $25K Checks From Eddie Lou and Chris Deutsch
“One just put another 25 K. So I have two at 25 K. Okay. Eddie Lou here in Chicago and Chris Deutsch here in Chicago.”
Ricardo Regalado Feb 7, 2021 ▶ 6:40
Disclosure
Regalado: Grew His Commercial Cleaning Business to $10M in Annual Revenue
“I own the cleaning business and I, I've grown that to a ten million dollar in revenue business.”
Ricardo Regalado Feb 7, 2021 ▶ 7:06
Disclosure
Regalado: GetRoute Capped Its Early SAFE Notes at a $4M Valuation
“No, we kept it at four million.”
Ricardo Regalado Feb 7, 2021 ▶ 7:34
Assertion Not checkable as stated
Regalado: His $10M Commercial Cleaning Business Averages 8% to 12% Net Margins
“We average about eight to 12% net margins right now is the net.”
Ricardo Regalado Feb 7, 2021 ▶ 8:20
Disclosure
Regalado: Bootstrapped GetRoute With $700K in Cash Flow From His Cleaning Business
“So we put about 700,000 in. That's how much I bootstrapped.”
Ricardo Regalado Feb 7, 2021 ▶ 8:41
Assertion Partly supported
Regalado: The US Market Has Roughly 930,000 Total Cleaning Companies
“There's about 930,000 companies in the U.S. There is 30,000 of them are those big boys. There is 610,000 that are commercial cleaning and about three to 400,000 is that residential space.”
Ricardo Regalado Feb 7, 2021 ▶ 12:36
Assertion Partly supported
Regalado: Half of the 30,000 New US Cleaning Businesses Fail Annually
“30, 32,000 new cleaning companies hit the market. 50% of them fail.”
Ricardo Regalado Feb 7, 2021 ▶ 13:25
Assertion Not checkable as stated
Regalado: GetRoute Battles a Grueling 8% to 12% Monthly Customer Churn
“I think last time we checked, it goes up and down. It's eight to 12% is our chart, but we know why.”
Ricardo Regalado Feb 7, 2021 ▶ 15:01
Made with StarZero

Turn any episode into a week of clips.

This entire site, over 2,600 episodes transcribed, diarized, checked and made playable, runs on the StarZero media pipeline. Drop in your own episode and the podcast clipper finds the moments worth sharing, cuts them, captions them, and reframes them for every feed.

Try the podcast clipper Learn more